Regional Sales Director Aerospace and Defence North & Central Europe

<h3>Company Description</h3><p>IFS is a billion-dollar revenue company with 5000+ employees on all continents. We deliver award winning enterprise software solutions through the use of embedded digital innovation and a single cloud-based platform to help businesses be their best when it really matters–at the Moment of Service™.</p><p>At IFS, we're flexible, we're innovative, and we're focused not only on how we can engage with our customers but on how we can make a real change and have a worldwide impact. We help solve some of society's greatest challenges, fostering a better future through our agility, collaboration, and trust.</p><p>We celebrate diversity and accept that there are so many different perspectives in this world. As a truly international company serving people from around the globe, we realize that our success is tantamount to the respect we have for those different points of view.</p><p>By joining our team, you will have the opportunity to be part of a global, diverse environment; you will be joining a winning team with a commitment to sustainability; and a company where we get things done so that you can make a positive impact on the world.</p><p>We're looking for innovative and original thinkers to work in an environment where you can #MakeYourMoment so that we can help others make theirs.</p><p>If you want to change the status quo, we'll help you make your moment. Join Team Purple. Join IFS.</p><h3>Job Description</h3><p>Reporting into the VP of A&amp;D for Europe, The Regional Sales Director, Aerospace &amp; Defence is responsible for the direct execution of the North and Central European Aerospace &amp; Defence sales. The purpose of the position includes providing leadership and first line sales management to the sales team and coordination of the company sales function; developing and implementing sales strategy; and monitoring and analyzing sales activity against goals. Focus on driving sales execution through a sales cycle and accelerated demand generation for net new logo focus are key elements to this role. </p><p><u><strong>Essential Duties &amp; Responsibilities: </strong></u>     </p><p>Direct the execution of sales efforts and initiatives within Aerospace &amp; Defense market</p><ul><li>Develop and coordinate sales selling cycle and methodology</li><li>Collaborate with marketing leadership, sales management, and other internal functional groups to identify and develop new customers for IFS products and services</li><li>Provide and be accountable for an accurate forecast that supports the management of the company’s cash flow targets and develop annual sales plan strategies and plans to accomplish or exceed corporate goals which drive the increase of revenue and profitability.</li><li>Manage and build a rolling pipeline and identify opportunities and new project development.</li><li>Identify and measure leading indicators on a regular basis to motivate ideal behaviors within the sales team</li><li>Directly engage with key client accounts, deliver value-based sales presentations to key clients in coordination with sales representatives, and coordinate the management of all other accounts. Establish long-term business relationships with customers, key strategic partners and influencers.</li><li>Direct staffing, training and performance evaluations to develop sales program. Help build and develop sales team competencies and capabilities. Coach and motivate sales team to achieve goals.</li><li>Promote positive relations with partners, vendors and distributors</li></ul><h3>Qualifications</h3><ul><li>Bachelor’s degree from college or university in business discipline required. MBA preferred or master’s degree in Sales/Marketing</li><li>10+ years of experience in sales of complex business software / IT solutions / start-up and/or management consulting experience with a value sell mentality.</li><li>Proven track record in Industrial Manufacturing and Aerospace. Proven track record in complex sales at C-level with a collaborative and impactful manner </li><li>Must have previous proven track record of leading a high-performing sales team</li><li>Understands manufacturing, asset management, project management, project reporting, demand planning, EAM, MRO, MRP, defense manufacturing, heavy maintenance, supply chain management, spare parts management, fleet and asset management, etc.</li><li>Defense and/or aerospace industry sales experience required, including established relationships with prime defense contractors and service integrators</li><li>Experience with a long, complex sales process (6-9 months) and an average deal size of &gt;$450,000</li><li>Experience with Government contracting processes and procedures, and with Government source selection processes</li><li>Strong negotiation skills and good contract knowledge</li></ul>